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Julian Lumpkin explains how to conduct a Case Study interview

How to Conduct a Client Interview for a Case Study [VIDEO]

In this 4-minute video, Julian Lumpkin, CEO of SuccessKit, describes how to conduct a client interview for a Case Study. As Julian guides you through the call from start to finish, you’ll learn what key questions to ask your client during the Case Study interview. Clients’ answers to these questions will ensure you have a wealth of important information to start writing your Case Study.

In this video…

  • Recognize why it’s so important to set client expectations at the start of the call
  • Identify the purpose and the three key parts of any Case Study
  • Realize how to set your client at ease during the Case Study interview
  • Discover how to conduct a client interview for a Case Study by asking crucial, probing questions to fully understand the problem, solution, and results
  • Review example questions and follow-ups that make for a powerful Case Study
  • Learn what to do if a client doesn’t have specific metrics in regard to the results

“Explain to them that the goal of the Case Study is to show a simple, compelling story of how you’ve helped them change and what it means for their company.”

Julian Lumpkin, SuccessKit

Read the article version of this video here.

Julian Lumpkin

Julian has focused his career on B2B sales and sales management, specifically bringing new technologies to market. After years as an elite sales rep, he began leading teams, specifically focused on coaching sales reps on how to be direct, credible, and respected throughout the sales process. Julian conceived of and designed SuccessKit when running an 18 person sales-team at Axial, a b2b startup, as a way to help sales reps have better conversations by utilizing customer success examples and other content more effectively.

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Milo Sindell President, Skyline G

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Franklyn Peart Co-Founder, CentreStack

“We’re already recommending SK to our customers. It is important [for a company] to have social proof. The more social proof, the more it matches the experience your prospects are looking for, which builds trust - a key factor in closing a deal faster.”

John Morgan, Director of Marketing, Elemental Machines

“SuccessKit has been great. I have created Case Studies in the past and I realize how difficult it is to get them to commit and be fully engaged. SuccessKit is able to draw out key points - we can tell them, ‘ABC company had this problem,’ and they will document our solution.”

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